In Sales, the art of rapport is crucial to closing more deals. Rapport is about establishing common ground with your prospect. Done right, rapport can direct your prospect’s focus to the things that you both share In common, making them like you, trust you, and feel like you’re their friend.
Rapport Is a powerful tool when used correctly. But In order to do so, you first need to avoid these two major mistakes that many frustrated salespeople fall into:
1) Skipping rapport altogether Most salespeople avoid building rapport because they don’t know what to say. They feel that they have nothing in common with their prospect. They’re afraid of looking or sounding stupid and killing the sale Of course, by not building rapport, it’s almost impossible to influence someone if your customer doesn’t feel connected to you, they will almost never buy from you. The trick to avoiding this mistake is covered in detail further down in this guide and its simplicity and ease of implementation might shock you.
2) Spending too much time on rapport This mistake is made by salespeople who don’t know when (or how) to transition from the rapport-building stage into the next step of their sales process As a result, they often watch hopelessly as their conversation with their prospect veers impossibly off-course and away from any opportunity to move the deal forward, much less dose.
When a prospect feels this way toward you, they’re much more likely to buy from you. However, most salespeople don’t build rapport effectively and therefore don’t earn as much money as they could. As a result, their finances continue to dwindle and so do the other areas of their life. Salespeople who can build rapport have an almost magical advantage over every single one of their competitors. They have the ability to conned deeply with their prospects and sell more products and services in less time.